NYIM 2014 Executive Education Catalog

Online

Executive Education Certificate and Course Portfolio

CUSTOMIZED CORPORATE EDUCATION OPEN ENROLLMENT COURSES CERTIFICATE PROGRAMS

Table of Contents

2

Finance for Non Financial Managers 27

Why NYIM Corporate Education? 3

Certificate Programs 26

Emerging Leaders Development Program 28

Strategic Customer Management

Marketing Management

30

32

Sales Management & Leadership

Mini MBA

31

Accounting Courses 6

Finance Courses 9

Management Courses 13

Marketing Courses 18

NYIM Approach 34

29

Sales Courses 23

Retail Grocery Management 33

Open Enrollment Programs 5

3

Why

NYIM

Executive

Education ?

3

Dedicated and Authoritative Faculty All our programs are designed and developed by thought-leading faculty and

industry experts. All our senior faculty are teaching at Leading Business Schools

with a minimum of over ten years of university and corporate education

experience.

Quality Education We develop our programs with a focus on the fusion of theory and

practice. Practitioners learn more than just concepts; they learn how to apply

those concepts to real-world work situations. The NYIM curriculum is designed

around industry standards and expectations for professionals in each field.

Flexible and Accessible Studying with NYIM puts you in control. We provide access to robust online

executive education programs that enable flexible scheduling and logistics to

meet the needs of our students. All our courses are self-paced but instructor

facilitated and you can study whenever and wherever you like without

compromising on quality.

Practical and Relevant Theoretical knowledge is essential, but there’s also no substitute for applied

skills. We draw upon the experience of thought-leading faculty and use

real-life case studies, providing you with practical skills that you can employ in

the workplace.

4

5

Open

Enrollment

Programs

5

Accounting

The accounting discipline has undergone mas-

sive changes in the last few years, becoming

both broader and more complex. Today,

accounting is "the language of business"

because it is the vehicle for reporting accurate

financial information and the most

fundamental organizational tool for business

planning and control.

NYIM accounting programs provide

practitioners with a thorough understanding of

the latest accounting principles and reporting

practices, as well as expertise in financial

planning, data analysis and interpretation.

ACC 515:

Understanding Financial Statements

Benefits

By the end of this course, participants will be able to:

Read, analyze and interpret financial statements of organizations.

Apply different tools and techniques for assessing a company's performance, such as financial ratios, cash flow analysis and forecasting techniques.

Understand the process that generates accounting numbers and its implications for the quality of those numbers for decision purposes.

Understand the business environment a company operates in and the financing, investing and operating strategies of a company.

Tuition

Program Cost: $1,245

Duration: 5 weeks / 20 hours

Program Outline

Intro to Financial Statement Analysis

Framework of financial statements

Accounting equation

Accounting principles

Income statement

Revenue recognition principles

Predicting future profitability.

Reporting deferred and accrued income

Revenue versus cash flow

Balance Sheet

Analyze the main components of a balance sheet.

Receivables, expenses, inventory and investments Valuing assets

Predicting financial distress.

Cash Flow Statement

Elements of cash flow statements

Cash flow versus profit

Uses of cash flow in financial analysis

Accruals, cash flows and earnings quality

Performance Measurement

Key profitability measures

Forecasting future earnings & cash flows

Recognize warning signals early on

6

ACC 535:

Advanced Financial Accounting

Benefits


Understand the accounting based valuation model and be able to compare it to dividend discount and cash flow valuation models

Analyze the financial statements for valuation purposes and reformat them to input into an accounting valuation model.

Perform a full-information financial statement forecasting, valuation and business strategy analysis

Analyze equity risk and return using financial statements.

Prepare an equity research report on, say, two companies within an industry, supported by the creation of a spreadsheet valuation model.

Perform sensitivity analysis on valuation product.

Tuition



Program Outline

ACC 525:

Managerial Accounting

Benefits


Demonstrate how the accounting system records and reports the flow of costs in organizations.

Apply activity-based costing and management (ABCM) to eliminate non-value added costs.

Distinguish between variable costs and fixed costs, between short run and long run, and define the relevant range.

Identify the characteristics and behavior of dif-ferent types of costs and analyze decisions that influence these costs.

Recognize the importance of management accounting in an organization and how it can be used within the context of the other functions of the company.

Tuition



Program Outline

Accrual Accounting and Valuation: Pricing Earnings

The concept behind the price-earnings ratio

A model for anchoring value on earnings

Income Statement, Balance Sheet and Cash Flow Analysis

Statement of Shareholders’ Equity

Reformulating the statements of owner’s equity

Ratio Analysis

Profitability, Growth, and Sustainable Earnings Analysis

Distinguishing Financing and operating activities

Drivers of Operating profitability

Evaluation of different ratios

The Value of Operations

Enterprise Price-to-Book Ratios

Price-Earnings Ratios

Business strategy analysis

Full-information forecasting and valuation

Equity Risk, Cost of Capital and Return

Introduction to Managerial Accounting

Distinguish between financial & managerial accounting

Conceptual framework of management accounting

Understand cost classification in relation to time, volume, cost, inventory valuation.

Management Control and Budgeting

Approaches to management control.

Interactions between different types of budgets.

The use of the budget in planning and control.

Activity Based Costing

Identify particularities of activity-based costing.

Determine cost of activities and of cost objects.

Resources, drivers, and cost objects notions.

Performance Measurement Systems

ROI analysis by calculating the: Payback, WACC, IRR, ROA, NPV.

Assess revenue and cost variances.

Managerial decision making.

7

8

8

FIN 530:

Corporate Finance Principles

Benefits


Build a basic finance foundation and develop a better understanding of the financial environ-ment in which firms operate

Improve your financial vocabulary so that you are better able to understand and interpret fi-nancial information.

Identify the drivers of profit measurement and alternative approaches to asset valuations

Evaluate how investment and financing decisions are affecting firm's overall financial performance

Increase your comprehension of current analyti-cal practices and techniques.

Tuition



Program Outline

Introduction to Corporate Finance

Financial statements overview

The time value of money

Risk and return

Attitudes and types of risk

Measuring risk and return

Capital asset pricing model

Capital budgeting

Concepts and procedures of capital budgeting

Investment criteria ( NPV, Payback and IRR)

Operating leverage and scenario analysis

Cost of Capital

Financial leverage

Optimal capital structure

Financial Management

Elements and role of financial planning

Operating cycle and cash cycle

9

A strong command of corporate finance is vital

to driving business profitability and

performance. However, a sound knowledge of

analytical techniques and tools is not enough –

a capacity for critical evaluation and reflection

is just as crucial.

Achieving this means separating fact from fic-

tion, knowledge from assumption and

measurement from mere estimation – skills our

finance programs will teach you.

Finance

FIN 560: Mergers and

Acquisitions for Executives

Benefits


Create a corporate restructuring strategy based on building competitive advantage and share holder value.

Identify and address key variables (legal, tax, cultures, etc.) in an acquisition analysis.

Understand different ways of valuing a target and explore how different valuation implications affect potential deal structures.

Identify various types of financing techniques and determine the framework for successful post deal integration.

Build a communication plan to support your deal.

Tuition



Program Outline

FIN 550:

Corporate Financial Strategy

Benefits


Undertake a financial analysis of an organization and interpret the results in the context of lending and investing decisions.

Assess the financial risks that organizations face, in particular credit, interest and foreign exchange risk, and be able to adopt risk-hedging strategies.

Evaluate the financing choices available to organizations, and master how the optimal financial structure should be determined.

Understand how organizations measure financial performance internally and how their financial performance is assessed by stakeholders in a global context.

Tuition



Program Outline

Introduction to Mergers and Acquisitions

M&A process and key terms

How M&As can create shareholder value

Competitive conditions that must drive valuations

Valuation for Mergers and Acquisitions

Asset-based and balance-sheet approaches

Market value approaches

Multiples, comparables and DCF models

Establishing required rates of return

Financing a deal

Capital structure considerations

Cash, shares or exchange

Mezzanine debt, high-yield bonds, and private equity sources

Due Diligence and Integration

Developing a negotiating stance

Assessing buyer and seller motivations & constraints

Structuring and closing the deal

First 100 days plan; ongoing implementation

Stakeholder Communication

Create a communication strategy

Motivate staff and retain key employees

Get buy-in from customers, suppliers and other strategic partners

Introduction to Finance

Goals of financial managers

Raising capital: the process & players

Valuation

Valuation multiples

Adjusted Present Value

Weighted Average Cost of Capital

Financing Decision

Determinants of financial structure

Sources and costs of financing

Financial instruments & cost of investments

Capital Structure

Restructuring distressed companies

Bankruptcy costs and financing choice

Separation of ownership & control

Value Based Management

Greater shareholder value

Performance Metrics

10

FIN 580:

Corporate Financial Strategy

Benefits


Improve ability to discriminate between sources of change in financial performance.

Instill an appreciation for how the market values companies.

Teach the connection between operations and true financial performance.

Present a useful tool for analyzing all operational and financial decisions in light of expected effect on free cash flow.

Tuition



Program Outline

Enterprise Value Creation

How the market values a company

The value equivalents of a firm

Modern Financial Statement Analysis

Traditional balance sheet, income statement, and statement of cash flows analysis

The unified cash flow statement

Operational Components of Value

The free cash flow equation

Creating a functional analysis of value

Analyzing Performance

Understanding change, rate of change, and source of change

Using graphs to speed analysis

Hands-on Exercises

Case study materials used throughout the lessons

An analysis using financial statement and operational data

11

Quality Education

We develop our programs with a

focus on the fusion of theory and

practice. The NYIM curriculum is

designed around industry standards

and expectations for professionals in

each field.

It doesn't matter where you are. We, literally, deliver

anywhere in the world.

“

” 12

FIN 530:

Corporate Finance Principles

Benefits


Create, identify, and evaluate new venture opportunities.

Interpret customer needs and quantify the value proposition.

Gain insights into adapting their business to a changing global market.

Define their function within their business and improve their leadership competencies.

Tuition



Program Outline

The Entrepreneurial Process

Entrepreneur’s Goals, Strategies & Execution

Think, Speak & Listen Like a Successful Entrepreneur

Generating Ideas & Defining the Business

SCAMPER Method for Evaluating New Ideas

Measure an Entrepreneur’s Ability and Qualifications

Identifying “Points of Pain”

Analyzing Potential Markets, Customers and Competition

SWOT Analyses of Market Potential

Defining & Measuring the Target Market

Venture Strategy and Execution

Winning Marketing Strategy

Successful Business Model

Organizing the Company

Bootstrapping & Financing Your Business

Establishing Financial Feasibility

Managing Risk & Uncertainty

Managing the Team

Entrepreneurial Pitch

The Entrepreneurial Salesperson

Communicating the Opportunity

The Art of Persuasion & Negotiation

13

Stepping up to management and a successful

executive career takes a range of fresh skills, a

richer understanding of business issues and

lessons in new levels of leadership. Under

expert faculty direction you will explore new

business concepts and will gain the skills to

manage integrated functions, implement

strategic plans and develop high performance

teams.

You will leave ready to assume more responsi-

bility in business – strategically astute and

aware of your decisions and their impact.

Management

MGT 538: Sustainable Supply

Chain Management

Benefits


Use product design, strategic sourcing and contracts to most efficiently match supply and demand.

Adopt value as a guiding principle to deliver superior managerial performance with significant business impact.

Discover tools to align core processes resulting in the achievement of operational excellence.

Understand frameworks to manage risks and opportunities for sustainable supply chain man-agement on a global scale.

Apply methods relating to time, quality and costs in order to improve the efficiency of logistics and increase the competitiveness of the supply chain.

Tuition



Program Outline

MGT 528: Management Skills

for Managers

Benefits


Understand the principal role as a manager and the basic functions of management.

Analyze and understand management styles for use in day-to-day applications.

Apply different approaches to motivation for back on-the-job situations.

Understand Team and other organizations designs.

Take steps to institute more durable organizational changes.

Tuition



Program Outline

Introduction to Supply Chain Management

Evolution and complexities

Key issues and trends

Managing Inventory

Identify performance drivers

Product life-cycle characteristics

Manage demand uncertainty

Supply Chain Coordination and Integration

The bullwhip effect

Supply chain coordination structures and central-ized decision making

Structure process-event dependencies

Innovative products & demand-driven strategies

Purchasing and Sourcing

Frameworks for outsourcing

Value creation through effective procurement

Contracts and networks

Network planning and design

Make-to-stock and make-to-order

Inventory positioning and logistics

The role as a manager

Management defined

Functions of management & changing workplace

Competencies for effective management

Organizing business resources

Organizing as a management function

Role development in teams

The role of a team leader & effective team building

Motivating for enhance productivity

Principal motivational theories

Maslow’s hierarchy of needs

McGregor’s Theory X and Theory Y

Leading employees toward Organizational Goals

Differences between management and leadership

Principle leadership concepts

Personal actions for successful leadership

Managing organizational change

How the change process works

The 7S model

Tying all together

14

MGT 548: Effective Business

Process Management

Benefits


Confidently plan, organize and document a project by using a wide variety of tools that add value to the project management process.

Recognize when it is appropriate to adopt a ‘project’ approach to managing your workload.

Become more effective in monitoring and controlling the project work, change requests and resourcing pressures by using best practice processes and techniques.

Identify and manage risks proactively to minimize the impact of any deviations from the original plan.

Tuition



Program Outline

What is Project Management

Understanding the role of the project manager

Determining a structured approach to managing projects - the project life cycle

Understanding why projects fail

Defining a Project

Setting and agreeing objectives, scope and constraints

Brainstorming using mind maps

Defining tasks and activities

Planning a Project

Exploring tools and techniques (WBS, Gantt Charts, Network Diagrams and Critical Path Analysis)

Determining the key project documentation

Techniques to maximize limited resources

Implementing a Project

Monitor, track and control activities

Determine corrective actions and stay on track

Adopting root cause analysis

Communication and status updates

Closing and Reviewing a Project

Phase out plan and activities

Managing project transition and moving on

15

MGT 558:

Competitive Business Strategy

Benefits


Understand basic concepts and the importance of developing a competitive strategy.

Apply a strategic framework to develop sustainable strategies.

Compare, contrast and assess your competitor’s strategy.

Understand and use selected analytical and strategic tools.

Develop alternative strategies and be able to evaluate and select the best one(s).

Tuition



Program Outline

Strategy definition and formulation

Strategy at different organizational levels

How the strategy of the Firm determines its level of performance

Barriers to strategic development and implementation

The analysis phase

Positioning, resource, and process choices

Analysis of internal factors

Analysis of external factors

The creation and selection process

Defining long-term objectives, strategic objectives, and strategic initiatives

Developing your strategy

Impact of financial drivers

The deployment phase

Guidelines for setting metrics and targets

Developing initiatives

The implementation plan

MGT 568:

Leading & Influencing People

Benefits


Develop your ability to flex your communication styles, depending on your audience, and learn to connect and build consensus.

Work on tactics to help you build your personal brand/currency and ability to influence others

Identify specific challenges facing your team and explore how these might be resolved via influencing for impact.

Learn how to practice the power and influence you need to get things done through others when your responsibilities exceed your formal authority.

Craft an action plan to cultivate your overall effectiveness as an influencer.

Tuition



Program Outline

Introduction: High performing teams

High performance culture

Team dynamics

Language & dynamics of winning teams

Self Knowledge

Identify your communication style

Assess your impact and influence skills

Create your personal brand equity

Influence

Examine the 7 laws of influence

Identify high performance behaviors

Develop and grow relationships

Leadership

Motivation and inspiration

Empathy and understanding

Cultivating interpersonal fluency

Strategy

Establish or regain credibility

Sell your ideas and implement change

Gain Commitment from boss and co-workers

16

Flexible and Accessible

Studying with NYIM puts you in

control. We provide access to robust

online executive education programs

that enable flexible scheduling and

logistics to meet the needs of our

students.

Enhance your

business abilities

and fine-tune your

leadership skills.

“

”

17

MKT 517:

Marketing Essentials

Benefits


Understand the role that marketing plays in the overall business performance.

Make informed business decisions and set your department’s marketing agenda.

Connect key marketing strategies with other ar-eas of the business.

Create the components of a well-defined mar-keting strategy.

Expand your knowledge to the latest marketing tools and thought processes.

Tuition



Program Outline

Introduction to marketing

Key steps in the marketing process

Guiding principles for effective marketing

Impact of marketing to the organization

Competitive framework and marketing mix

How the competitive framework affects market strategy

The marketing mix as part of the marketing process

Positioning & Product/Service life cycle

Strategic positioning: Options and models

Developing a positioning strategy

Existing and new product/service management

Price & Placement/Distribution

Pricing forces and strategies

Trends impacting the pricing decisions

Value of distribution channels

Types and structure of distribution channels

Promotion

The purchase cycle and the promotion mix

Elements of an effective promotion plan

Summary and Conclusions

Setting direction

Wrap up

18

“Because the purpose of business is to create

and keep a customer, the business enterprise

has two -and only two - basic functions:

marketing and innovation. Marketing and

innovation produce results; all the rest are

costs. Marketing is the distinguishing, unique

function of the business."

Peter Drucker (1909-2005) in The Practice of

Management

In today’s competitive and ever-changing

marketplace, understanding customers’ needs,

creating strong relationships and sustaining

value is critical to their long-term loyalty.

NYIM marketing programs do just that -

prepare you to get ahead of the game by

developing solid knowledge and precision in

marketing decision making.

Marketing

MGT 537: Sales & Marketing

Information Management

Benefits


Understand the importance of a customer insight-driven business strategy.

Obtain more accurate forecasts for new products and gain maximum value from your market re-search expenditures.

Understand when you should trust a marketing research study and when you should be cautious.

Tuition



Program Outline

MGT 527:

Effective Customer Management

Benefits


Analyze and understand customer needs and buying behavior.

Design, execute and evaluate customer manage-ment-focused strategies.

Make strategic decisions based upon customer lifetime value.

Learn strategies to reduce bureaucratic proc-esses and create an adaptive culture to adopt effective customer management processes.

Tuition



Program Outline

Data Management and Sales: Context and Overview

Selling models (B-to-B, B-to-C, Direct, Channel-based)

Data/information-based approach

The Marketing and Sales Pipeline

Metrics along the sales pipeline

Lead generation: Prospect targeting & Prospect qualification in the Sales process

Data and Information in B-to-B Selling

Selling to SMB compared to Enterprise Sales

Integrating and distinguishing multi-layered selling (B-to-B-to-C) &/or Partner channels

Customer data as a surrogate for “high-touch” selling

Multi-Channel Selling and Data Management Enablers

Technical enablers

Data categories, types and sources

From Data to Analytics, Segments, Scores and Predicting Response

Identifying a continuum from data to information

Distinguishing descriptive v predictive metrics

Critical Processes for Managing Data in the Sales Process

Access, Authorization, Updating and Data Quality

Data flow in the Marketing and Sales process

Customer Management within Marketing

Roots of customer management in TQM

Direct marketing and value discipline

Creating customer value

Customer Management Levers

Brand and services marketing

Technology and business intelligence

Marketing and business strategy

Customer Analytics Overview

Marketing analytics and metrics

Distinguishing reporting vs analytics vs prediction

Customer Management Enablers

Types and quality of customer data

Customer data versus prospect data

Technology: Database & “front-office” systems

People: Skills and culture

Customer Segmentation

Types of segmentation

Using segmentation effectively

Targeting vs Segmentation

19

MGT 557: Value Based Pricing– Strategies and Tactics

Benefits


Change customers' price perceptions to capture more value.

Standardize discounting criteria to enable sales-people to respond more quickly and consistently with price offers that meet customers' needs.

Evaluate the real financial implications of pricing decisions.

Use pricing strategically to guide a business to long-term profitability, rather than reactively to solve short-term problems.

Tuition



Program Outline

MGT 547:

Brand Strategy & Management

Benefits


Understand the foundations of effective branding and brand equity creation at the corporate and product levels.

Explore the latest thinking on measuring brand value, global branding and capitalizing on the new world of media.

Learn how to increase the efficiency of your marketing programs and defend against market share erosion.

Tuition



Program Outline

Strategic Pricing and Value Creation

Building blocks of strategic pricing

Role of value in pricing

Estimating value

Segmenting customers according to value

Pricing Structure

Price metrics

Price fences

Price and Value Communication

Value communication

Price communication

Pricing Policy

Organizing for pricing

Pricing analysis techniques and diagnostics

Policy development and implementation

Price Levels

The price setting process

Implementing new prices (to sales, customers)

Measures and Metrics

Break even sales analysis

Role of costs

Measurement of price sensitivity

Introduction to brand strategy

Brands and relationships

Basic brand management techniques

Examples of great brands

Brand Strategy

Marketplace analysis

Consumer trends and their affect on brands

Best practices & Brand Proof points

Introduction to Go-to-market strategy (pricing, packaging, etc.)

Brand Governance

Brand guidelines

Naming conventions and strategy

Decision making/criteria & Architecture

Managing brand portfolios

Brand Activation

Brand touch point mapping

360 degree brand experience

Integrated marketing planning to support the brand

Brand advertising & Building brands online

Brand Measurement

Key metrics

Qualitative exploratory research

Quantitative tracking research

Experimental approaches to measure brand equity

20

MGT 567:

Strategic Marketing Management

Benefits


Build competitive advantage through strategic marketing planning and effective use of the mar-keting mix.

Analyze customers and prospects to identify their needs, buying behaviors, and the most profitable target markets.

Understand the various approaches to marketing segmentation, targeting, and positioning for competitive advantage.

Identify shifts in the technological, regulatory, and cultural context of business.

Tuition



Program Outline

Marketing Concepts and Overview

Key concepts in contemporary marketing

Market Segmentation and Positioning

Segmentation and choosing a target market

B2B and consumer market segmentation

Marketing Research and Analysis

Conducting exploratory research

Primary and secondary data collection

Understanding the buying decision process

Customer Value Management

Constructing customer value propositions

Managing market offerings and pricing

Shifting from cost- to value-based pricing

Value creation in acquiring and retaining customers

Building and Managing Strong Brands

Understanding brand strategy

Sustaining customer relationships

Integrated marketing communications & positioning

Marketing Strategy and Planning

Tools for customer analysis

The purpose and goals of planning

Developing an actionable marketing strategy

Anticipating and adapting to change

21

Dedicated and

Authoritative Faculty

All our programs are designed and

developed by thought-leading faculty

and industry experts. All our senior

faculty are teaching at Leading

Business Schools with a minimum of

over ten years of university and

corporate education experience.

22

Advance Yourself.

Elevate Your Career. “

”

SLS 534: Mastering

Business Communications

Benefits


Recognize and apply, in a relevant and integrated way, the full array of communications tools to reach an audience with impact.

Construct fact-based, logical, and persuasive arguments to defend their insight, analysis, and proposed solution, and express their thinking clearly, concisely, and compellingly, in writing and orally.

More effectively communicate to stakeholders of all types through: memo writing, business letters and customer communications.

Create original and effective communications strategies and tactical plans to achieve the stated personal and business objectives .

Tuition



Program Outline

Business Communication Foundations

The role and impact of stakeholders

Getting to know yourself and understanding others

Words, culture and other variables on messaging

Persuasive Messaging

Indirect Plan for creating the logic map necessary for effective persuasive communications

Techniques and differences in communicating based on reaction to content

Listening and Non-verbal Communications

Listening skills – 3 levels of listening

Understanding active listening

Sending good signals to others

Para-verbal Communication Skills

The power of the pitch

The truth about tone & The strength of speed

Non-Verbal Communication

Understanding the Mehrabian study

Body language &Identifying non verbal clues

Presentation skills overview

Make your content clearer and more memorable

Handling challenging questions

23

Business success demands sales strategies that

focus firmly on customers and create value.

Our sales programs demonstrate how to do

both, by examining the most current

approaches and challenges, and teaching you

how to create meaningful customer messages,

along with tactical and strategic plans that

reach sales targets and improve profits.

Sales

SLS 554:

Effective Sales Management

Benefits


Lead and implement a comprehensive, strategic and tactical approach across all facets of your sales organization.

Develop account management and segment management strategies based on customer profitability.

Translate your corporate strategy into sales strategies, tasks, and processes easily understood by the sales teams and the rest of the organization.

Establish a flexible approach that enables you to readjust strategies to drive growth in a changing marketplace.

Tuition



Program Outline

SLS 544: Professional Selling–

Principles and Practice

Benefits


Develop a winning sales pitch that focuses on specific customer needs and benefits.

Apply the principles and techniques underlying effective sales communication and planning to not only to sales conversations but to other forms of persuasive messaging.

Effectively qualify the potential of sales opportunities, enabling better forecasting and prioritization of leads.

Effectively overcome client and prospect objections, strategically gain customer commitment and close the sale.

Tuition



Program Outline

Introduction to Sales Management

Core decisions that drive sales effectiveness

Effective go-to-market strategy

Influencing through building human networks

Organizing the Sales Team

Measuring the effectiveness of the sales team

Determining the best sales-force size

Sales Force Design

Selling roles, coverage models and channel design

Sales force structure and deployment

Segmenting clients, opportunities and buyers

Identifying the sales competencies that drive success

Understand buyer behavior and

Evaluate various prospecting method

Practice how “to get” the appointment

The Account Development Process

Grow net new business & reduce sales cycle time

Developing competitive strategy

Elevating your status from vendor to 'trusted advisor

Increasing client face time through technology

Introduction to Professional Selling

The psychology of selling

Communication beyond talking

Building an ethical foundation

Knowing Your Product

How to Add Value

Becoming a Product Expert

Features, Benefits & Product Positioning

The Selling Process

Define the sales process

Which Presentation Method Should You Use?

How to Begin the Sales Call

Finding Customers and Prospecting

Understanding buyer behavior

Evaluate various prospecting methods

Practice how “to get” the appointment

Planning and managing the process

Presenting Effectively

When, why and how to use a trial close

Develop a customer benefit plan

Practice key selling techniques

Closing

Welcome, anticipate, acknowledge but never confirm objections

24

SLS 564:

Managing Key Accounts

Benefits


Develop a relationship-based approach to key accounts while mastering a wide range of transferable professional business skills.

Use effective techniques to persuade and motivate the key buyers, influencers and decision-makers.

Select the most appropriate approach to secure increased and profitable business from their key accounts.

Use account planning tools to build a robust and implementable key account plan.

Tuition



Program Outline

Introduction to Key Accounts

The profile of a key account

Differences of selling and account management

Key account manager role and responsibilities

Defining a Key Account

Personal and Technical Factors

Size vs Potential; What is more important?

How many key accounts are appropriate?

Understanding the Client’s Business Requirements

Customer business analysis

Assess client culture; SWOT analysis

Key Financials and market drivers

Planning a Key Account Strategy

Developing a key account over the long-term

Recognizing threats and building client barriers

Setting specific goals and objectives

Stay on course and deliver on promise

Importance of account discipline

Measuring performance against targets

Maintaining preferred supplier status

Developing the client plan

Deliverables and future sales targets

Team make up and development

Communications plan

25

Practical and Relevant

Theoretical knowledge is essential,

but there’s also no substitute for

applied skills. We draw upon the

experience of thought-leading faculty

and use real-life case studies, providing

you with practical skills that you can

employ in the workplace.

26

Certificate

Programs

26

Certificate in

Finance for Non-Financial Managers Regardless of the economic or social climate, management of financial drivers remains the

foremost priority in any business. Consequently, an understanding of the principles for building

and sustaining the financial performance of a firm will strengthen the value of any professional

involved in business.

Participants from a wide variety of backgrounds will be taught how to read an organization’s

financial statements and explore their limitations. They will be given the tools to analyze cost

behavior and financial performance.

The Certificate in Finance for Non-Financial Managers will demystify your route to financial

success and help you develop a well-rounded understanding of language and requirements of

financial expectations and performance. To qualify for the Finance for Non-Financial Managers

Certificate, students must complete the Corporate Finance Principles, Managerial Accounting,

and Understanding Financial Statements, and Creating Value Through Operations programs.

27

Who should attend?

Managers at all levels including those in

technical and non-financial areas seeking

to make better business decisions by

understanding financial information and

its implications – managers responsible for

meeting budgets and containing costs,

entrepreneurs running their own

businesses, as well as project managers,

business analysts, engineers, marketing,

sales, operations and human resource

managers.

Tuition

Certificate Cost: $5,040

Key Benefits

▪ Gain a firmer grasp on the language of

finance.

▪ Improve communication with internal

and external financial stakeholders.

▪ Learn how to create value and

contribute to the financial performance

of your area of responsibility.

▪ Read and understand financial reports

with greater clarity and confidence.

▪ Get an insight into the drivers and

measurement of costs

Emerging Leaders Development Program

Leaders take initiative, think and plan strategically, overcome obstacles and impact the bottom

line. The Emerging Leaders Development Program (ELDP) is designed to help high potentials to put

effective, collaborative methods of leadership to work in their organizations and impact their

bottom line.

The ELDP is a popular and exciting program that provides participants with varied and unique

opportunities to define, discover and develop their leadership style. The richness and flexibility of

this certificate makes it ideal for aspiring, new or established leaders.

After completing this program, participants will gain the capability, credibility and confidence to

influence key stakeholders and initiate changes outside of their immediate area of responsibility.

The ELDP is awarded to those who successfully complete the Strategic Marketing Management,

Leading and Influencing People, Management Skills for Managers and the Competitive Business

Strategy programs.

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Who should attend?

Limited to just twenty five participants,

the program has been designed for high-

impact individuals who seek to continue or

accelerate their personal and professional

development: directors, senior managers,

team heads and supervisors or high

potentials with increasing management

responsibilities. Whether in marketing,

finance, or operations, this program will

build critical leadership skills to enhance

organizational performance.

Tuition


Key Benefits

▪ Enhance your ability to engage others

and lead with strategic purpose and

vision

▪ Increase strategic thinking capabilities

and the ability to “make the right call”.

▪ Build a strong understanding and

awareness of self, and understand how

self-knowledge strengthens leadership

capabilities.

▪ Identify and articulate personal and

professional goals and prepare to

assume greater/increased

responsibilities.

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Who should attend?

The SLM program is designed for sales

professionals looking to fine-tune their

professional selling and sales

management skills. It will also be of

particular benefit to managers who are

responsible for business development

and planning in local, regional and

international markets, or anyone

interested in learning how to develop

and execute a winning sales strategy.

Tuition


Key Benefits

▪ Build a working knowledge of the

principles and practice of profitable

selling.

▪ Gain insight into how to select, develop,

compensate and manage a successful

sales team.

▪ Design and implement effective

strategies to build and manage successful

buyer-seller relationships.

▪ Improve your team’s productivity and

generate increased profits with fewer re-

sources.

Certificate in

Sales Management and Leadership

The Sales Management and Leadership (SML) Certificate is designed to provide sales and

marketing executives with the best tools, techniques, and concepts for improving the total

effectiveness of the sales force. In addition, participants will develop a better appreciation of

the need for a more integrative approach to developing comprehensive marketing strategies

through closer ties between marketing and sales.

This comprehensive program will increase your effectiveness and maximize the contributions you

may make as a sales professional, enabling you to effectively manage and lead a sales

organization. To qualify for the SML Certificate you must complete the Professional Selling,

Effective Sales Management, Sales & Marketing Information Management and the Managing

Key Accounts programs.

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The NYIM Mini MBA program acts as a navigation tool for high-potential functional experts with

progressive experience in their functional area and equips them with a general management

perspective.

Throughout the program you will evaluate strategies on how to increase productivity, better

manage people and handle human resource issues. You will also explore the basics of financial

and managerial accounting, understand how to assess your organization from an economic,

financial and market perspective to support better decision making.

Practically focused, The Mini NYIM program is designed to raise your levels of self-awareness and

build your strategic management, marketing and finance knowledge and skills – all critical success

factors for effective general management.

The Mini MBA is awarded to students who complete the following courses: Corporate Finance

Principles, Strategic Marketing Management, Management Skills for Managers and Influencing

People, Competitive Business Strategy program, plus two electives from the NYIM curriculum.

Key Benefits

▪ Gain a better understanding of how your

business generates growth and value.

▪ Become a more confident manager with

new knowledge, skills and self-awareness

– ready for new responsibilities.

▪ Be a more effective manager – focused on

creating value and providing leadership.

▪ Increase confidence to deal effectively

with other senior managers across

different business functions.

The NYIM Mini MBA

Who should attend?

The Mini MBA program is designed for

high-potential, highly motivated

managers; new managers; professionals

with management potential; experienced

junior-level managers needing a boost.

Recent graduates of any subject who are

unlikely to have a postgraduate business

degree, such as an MBA, will also benefit

from this program.

Tuition

Certificate Cost: $7,710 - $7,730

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Certificate in

Marketing Management

As the key interface between company and customer, the role of marketing has expanded to

meet the challenges of an increasingly competitive business environment. This program recog-

nizes candidates commitment to acquiring new knowledge and enhancing their skill set to align

marketing strategy with their organization’s overall business strategy.

The purpose of this program is to deepen the understanding of newly appointed and more senior

marketing professionals of the impact of marketing to business operations and expose them to

proven marketing management tools and techniques. To earn a Marketing Management

Certificate, candidates must complete the Marketing Essentials, the Strategic Marketing

Management, the Brand Strategy and Management and the Sales & Marketing Information

Management programs.

Who should attend?

The Executive Certificate in Marketing

Management is designed for executives

with, or about to take up, marketing

responsibilities and those professionals

outside the marketing discipline whose

role interacts with this function. It is

also well suited for individuals who

desire to learn about developing

contemporary marketing strategies to

drive their company and industry

forward.

Tuition


Key Benefits

▪ Enhance your understanding of tactics for

developing competitive advantages by

creating customer value.

▪ Explore basic concepts, principles and

activities involved in modern marketing.

▪ Learn major tactics and tools to facilitate

the management of effective marketing

plans.

▪ Define, position and measure your

effectiveness within organizations.

▪ Create and grow dynamic, robust brands

that attract loyal customers.

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Who should attend?

The SCM program is designed for sales and

marketing first and second level managers,

front-line supervisors, department, team

and task-force leaders and all those who

are responsible for customer service and

management leadership and want to

improve the quality of service their

organization provides to external and

intercompany customers.

Tuition


Key Benefits

▪ Build a working knowledge of the

principles and practice of profitable

selling.

▪ Gain insight into how to select, develop,

compensate and manage a successful

sales team.

▪ Design and implement effective

strategies to build and manage successful

buyer-seller relationships.

▪ Improve your team’s productivity and

generate increased profits with fewer

resources.

Certificate in

Strategic Customer Management This Certificate in Strategic Customer Management (SCM) will provide the tools and ideas that

marketing and sales executives need to drive satisfaction, commitment, and loyalty among both

clients and employees—and to lead the organization to improved profitability and accelerated

growth.

The program provides an in-practice approach to managing customers: identifying the strategic

reasoning and importance in doing so, the methods by which a customer strategy may be

developed and deployed, and tools, metrics and infrastructure for a successful execution. It also

explores the relationship between Marketing and Sales in a sales-based distribution model and

the value of information in building long term customer relationships.

The SCM Certificate is awarded to students who complete the Mastering Business

Communications, the Effective Customer Management, the Sales & Marketing Information

Management and the Competitive Business Strategy courses from the NYIM curriculum list.

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Benefits for Individuals

▪ Develop well-rounded team players to

drive your stores forward.

▪ Demonstrate your confidence, and

increase rate of employee retention.

▪ Give them an opportunity to develop

their skills and industry knowledge.

▪ Reduce rate of employee absenteeism

and increase their quality of work.

▪ Prepare them for their next move in the

store or the company.

Tuition


Benefits for Individuals

▪ Develop essential skills and knowledge

critical to store’s financial health.

▪ Work with real-life issues and identify the

practicalities of their business.

▪ Evaluate and select loss prevention,

safety and other retailing strategies.

▪ Learn how to enhance customer service

and workplace etiquette.

▪ Gain qualification from a premiere

management development provider.

Certificate in

Retail Grocery Management Competition in the grocery business in today’s environment is fierce. Staying on top requires

food and grocery industry associates to be nimble, analytical and educated with regard to the

challenging and ever-changing retail environment.

The Certificate in Grocery Management (CGM) is designed to prepare individuals working in the

grocery industry and related fields, for the business challenges of the future. The program

curriculum encompasses several business essentials and emphasizes the skill-sets needed for

effective financial and people management, marketing, customer service and communication in

the work environment. It is a five course program with a main focus on “Making and Saving

Money in the Grocery Business Today” with each unit directly tied to the department’s and

store’s bottom line.

Who should attend?

This program is specially designed for store managers, assistant and category managers,

supervisors, team heads, high potential employees and key operations staff.

Customized Corporate Education Each program we design is different; it is unique to your organization and

your particular challenges. It is carefully crafted by our faculty team to

meet your objectives and is designed to transform the thinking and

behavior of participants to accelerate and drive effective change.

Work with the NYIM team to create a customized management

development solution for your organization. Once your needs are

assessed, a tailored solution - anything from a simple open program to a

multifaceted, multimedia program - will be designed and executed to

bridge the gap between the skill level of your people and the growth

needs of your organization.

Curriculum Design

Our customized curriculum design process creates actionable solutions for

your business challenges. We are committed to partnering with our

clients to define the best mix of learning approaches for the target

audience, including online lectures, discussions, interactive participation,

team exercises and case studies.

Content Delivery

We offer engaging and impactful programs for employees in all levels of

your organization. The programs we deliver are client-centered and

provide measurable outcomes linked to specific business results,

guaranteeing a high return on your investment.

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NYIM sets the standard for high quality online executive education.

Our Approach

Leading-edge curriculum drawn from

Thought Leading Faculty with tested tools

and practices used in the worlds’ leading

organizations. Our programs are based on

professional competencies desired for high

performance in each field.

Our courses encourage students to

incorporate workplace issues into their

studies, providing Real-world Application

to many of the academic theories covered

by our curriculum. NYIM executive

education offers relevant course experience

that practitioners can carry with them

throughout their career.

NYIM workforce development solutions offer Outstanding Student Support to track progress and

performance of online students with strong focus in maintaining student motivation, commitment,

and the successful completion of our programs. NYIM best-in-class programs improve business

performance, profitability and employee satisfaction.

Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality

interaction, on time technical support and post course knowledge reinforcement. At the convenience

of their schedule, practitioners will develop and maintain the critical skills needed to advance their

career.

Workforce Wellbeing

Many professionals face the challenge of how to maintain long-term high per-formance without compromising health and well-being. Throughout our pro-grams, you have the option to assess your own well-being at this stage of your life and career. NYIM gives you the opportunity to develop new habits that enhance your quality of life by providing you access to a leading health and

well-being self-coaching program.

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330 E.46th Street,

New York, New York, 10017

Web: www.nyimexec.com

Email: [email protected]

Phone: +1-212-380-8560

M - F: 9am - 5pm EST

http://www.nyimexec.ocom

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Documents

NYIM 2014 Executive Education Catalog